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VADA LiveAuthor: Virginia Automobile Dealers Association
VADA LIVE is the official podcast powered by the Virginia Automobile Dealers Association, offering rich insights and information about the automotive industry in the Commonwealth of Virginia. Join VADA staff, members, and partners for behind-the-scenes accounts of our efforts in the legislature, regulatory, and industry worlds, and stay equipped with everything you need to know to be a successful and competitive automotive dealer in Virginia. Language: en Genres: Automotive, Business, Leisure, Non-Profit Contact email: Get it Feed URL: Get it iTunes ID: Get it |
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VADA Live S2:E13 | "We don't sell cars. We build relationships." (Matt Vollmers, NADA Academy)
Episode 13
Wednesday, 29 April, 2026
Is your sales team still relying on the old-school "just get them in" mentality? In this episode of VADA Live, host Dan Carrigan sits down with NADA Academy instructor Matthew Vollmers. With three decades of experience across dealership operations and OEM roles, Matt explains why the traditional transactional playbook is losing ground to relationship-first cultures . In this episode: The "J Curve" of Change — Why introducing new processes often causes visceral pushback from your team, and why leadership patience is required to survive the initial dip in performance . Rethinking Phone Skills — Why the primary goal of an inbound phone call should not be setting an appointment. Matt explains how to use the phone to earn trust, offer time savings, and "separate yourself from the crowd" . Digital Convenience vs. Human Touch — How top-performing companies merge digital time-savings with personalized service, and why "slow is smooth, smooth is fast" when implementing new tech . The Master Trainer Difference — A look inside the NADA Academy's rigorous Master Trainer program, and why instructors focus on the "power of the room" rather than just lecturing. 🎙️ ABOUT VADA LIVE VADA Live is the official video podcast of the Virginia Automobile Dealers Association, hosted by Dan Carrigan. Each episode features candid conversations with industry leaders, analysts, and experts on the trends, data, and strategies shaping automotive retail. 👤 ABOUT MATTHEW VOLLMERS Matthew Vollmers is an instructor with the NADA Academy, bringing decades of experience across dealership operations, OEM roles, and training . He is certified through the Association for Talent Development (ATD) Master Trainer program and focuses on human capital management, leadership, and operational profitability. 🏢 ABOUT NADA ACADEMY The National Automobile Dealers Association (NADA) Academy prepares current and future dealership leaders to improve each department's profitability. The 11-month program utilizes instructors who have lived and worked the operations they teach, ensuring practical, real-world application for automotive professionals.
